Companies go bankrupt because of a lack of cash to meet ­critical ­obligations, not because of a lack of profits. You can run the most ­profitable firm in the market and still go out of business because you ­cannot pay salaries or rent! You have invoiced enough revenues to probably buy a brand new house, but your client will only pay you a few months from today.

In traditional environments where commission schemes are based on ­revenues, salespeople have only goal: “Selling at all costs”. When salespeople are “desperate”, they find a number of unprofessional ways to close the sale.